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Executive Business Director, Oncology

Reference Number: 2783
Location: Field-based

Our client is a major global healthcare company.  They have asked us to assist them in their search for an Executive Business Director – Oncology.

The Executive Business Director – Oncology is responsible for leading the US oncology sales organization to deliver national sales results.  This position partners with the Brand leadership team, key customer facing business partners, and select US/Specialty Care Commercial Operations (e.g., Commercial Training and Development) to develop and optimize national, geographic, and account-level strategy and leads in-market pull-through and execution.  He/she will report into the Head of Oncology Sales and Marketing.

Major tasks and responsibilities will include:

  • Sets overall sales resourcing levels (i.e., of sales reps) across brands and accounts, within budget/guidelines, to best meet targets (with Commercial Business Director (CBD) input).
  • Deploys reps and other customer-facing sales & marketing resources.
  • Makes sales resourcing tradeoffs as needed between accounts and brands (as permitted by brand teams), and from sales to other consumer-facing efforts (e.g., customer marketing) (with CBD, Commercial Operations, and MGBD input).
  • Recommends incentives (targets and MBOs) for sales reps (with CBD input).
  • Represents the customer perspective (e.g., local sales insights) and is responsible for delivering value to the customers.
  • Creates selling culture which differentiates our client’s products with customers based upon deep scientific, disease area and therapeutic expertise.
  • Develops a perspective for providers and independents, including trends in the provider space (e.g., consolidation, increasing control/influence of systems).
  • Develops a geography-level commercial strategy (commercial channels to prioritize, key messages to emphasize).
  • Chairs Geographic Summit that is attended by key leaders to identify major opportunities and challenges (Outputs from summit go through opportunity acceleration process and passed on to each function to prepare resourcing plans against opportunities in geography).
  • Designs, implements, and leads national, geographic, and account-level business planning process, ensuring identification of opportunities and pull through of key tactics and execution.
  • Jointly responsible (with MGBD, RAD (Regional Account Director), CBD) for maintaining relationship with key decision makers in national and regional accounts (individual accountability based on relationship and subject matter).
  • Ensures that tactical leadership decisions are pulled through in order for the business to achieve its objectives.
  • Shares and disseminates insights and best practices across covered regions (via the CBDs).
  • Sets objectives and holds sales team accountable to them.
  • Identifies skill development needs for sales team (CBDs, District Sales Managers) and coaches/mentors them to help achieve goals.
  • Assesses sales team performance against targets and MBOs, incorporating feedback from relevant functions.
  • Ensures a culture of compliance throughout the entire field sales organization.

We seek candidates with the following qualifications:

  • Bachelor's degree is required.
  • MBA and/or prior experience in multiple commercial functions (e.g. Marketing, Managed Markets) preferred.
  • Minimum of 10 years of experience in pharmaceutical sales or healthcare, must have management experience in field sales.
  • Thorough understanding of customer segments and regional market dynamics within therapeutic area.
  • Can work across the matrix to mobilize different company functions towards delivering shared or different goals.
  • Has a solution orientation and thinks at an enterprise-level beyond current role to assess and suggest initiatives with broader impact.
  • Knows who the key stakeholders are at key customers, and can build long-term relationships with them.
  • Ability to identify opportunities with greatest business impact.
  • Ability to leverage analytics to derive insights, diagnose issues, and outline options for action.
  • Ability to lead teams through ambiguity, can paint a compelling picture of the future despite near-term challenges.
  • Can generate excitement and a sense of purpose towards achieving a common goal.
  • Good at setting goals, clarifying expectations, and holding accountable team members.
  • Establishes high standards for the team and is able to accurately assess and differentiate performance and talent.
  • Demonstrated leadership and communication competencies, and experience in managing budgets are required.
  • Exhibited ability to manage multiple, concurrent work-streams in diverse functional/therapeutic areas.
  • Experience in specialty markets highly desirable.
  • Cross-functional business experiences, e.g., marketing, access, medical.
  • Second line leadership experience (Manager of Managers) is strongly preferable.
  • Ability to formulate an appropriate, effective business plan.
  • Previous successful work experience in team selling environments, inclusive of successful management of teams.


Do you have the skills and experience we seek and want to advance your career with one of the world’s leading companies? If so, please email your resume as a Word attachment to us, reference 2783. No calls or faxes, please. Include your daytime phone number and we will contact you confidentially or reply to your email.